LEADER IN INFECTION CONTROL SOLUTIONS Addressing the need for safer, faster and eco-friendly high level disinfection of ultra sound probes For personal use only
Welcome message from author
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
Transcript
LEADER IN INFECTION CONTROL SOLUTIONS Addressing the need for safer, faster and eco-friendly high level
disinfection of ultra sound probes
For
per
sona
l use
onl
y
2
Disclaimer
This presentation is intended to provide a general outline only and is not intended to be a definitive statement on the subject matter. The information in this presentation, whether written or verbal, has been prepared without taking into account the commercial, financial or other needs of any individual or organisation. Certain information may relate to protected intellectual property rights owned by Nanosonics (the “Company”). While Nanosonics has taken due care in compiling the information, neither the Company nor its officers or advisors or any other person warrants the accuracy, reliability, completeness or timeliness of the information or guarantees the commercial or investment performance of the Company. The information does not constitute advice of any kind and should not be relied on as such. Investors must make their own independent assessment of the Company and undertake such additional enquiries as they deem necessary or appropriate for their own investment purposes. Any and all use of the information is at your own risk.
For
per
sona
l use
onl
y
3
Nanosonics Highlights
Developed proprietary automated system for low temperature, high level disinfection
First product, trophon®
EPR for disinfection of ultra sound probes
trophon EPR approved for sale in major western markets (incl. US)
Achieved significant market penetration in Australia (>30%)
GE Healthcare exclusive distributor in North America
Revenue increased from A$2.2m to A$12.3m in 1st year of North American launch (FY12)
Accelerating sales in North America and expanding to other regions
Strong Balance Sheet – cash A$24.9m as at March 2013
For
per
sona
l use
onl
y
4
Investment Thesis
Advancing global rollout of trophon®
EPR – the first fully automated system for high level
disinfection of ultra sound probes
Addresses unmet market need: current disinfection methods are antiquated, manual,
dangerous and inefficient
Strong regulatory, legal liability and economic drivers for adoption
Significant, global market > addressable market for device in US alone worth $400M
Attractive business model > up front sale and ongoing revenue from consumables and service
trophon®
EPR rapidly achieving market adoption: “Standard of Care”
− ~A$10m revenue in North America in first full year of sales (FY12)
− Several leading sites have already adopted
Pipeline of further product development opportunities – core patents until 2025 For
per
sona
l use
onl
y
5
Our Technology – Nano-nebulisation for Low
Temperature Disinfection
High frequency sonic vibration turns disinfecting
liquid into nano-sized droplets
Nano droplets disperse like a gas
− Covers entire surface of object being
disinfected
Nano-nebulant is a strong oxidising agent
− Lethal to bacteria, viruses and fungi
Nano-nebulant evaporates
− Surface of disinfected object left dry and
ready to use
Non-toxic by-products
− Water and oxygen
Patent to 2025
For
per
sona
l use
onl
y
6
High Level Disinfection Methods
Disinfection processes
unchanged in 20+ years
Existing methods have
many shortfalls
Autoclave (High Pressure / High Temperature
Disinfection)
− Standard high level disinfection method
− Not an option from many disinfection requirements
− Heat / pressure destroys electrical equipment or
sensitive environments
Chemical Soak
− Uses highly toxic chemicals
− Often corrosive to equipment
− Hazardous to users
Spray / Wipe
− Crude and ineffective
− High risk of on-going infection
Unchanged for 20+ years
For
per
sona
l use
onl
y
7
Lead Product –trophon EPR
Rapid
− Fully automated 7 minute disinfection cycle
Safe
− Self contained
− Non-toxic chemistry
Gentle / non-damaging to probe
Effective
− In-built checking systems
− Disinfects entire probe
Convenient / Efficient
− Small size – point of care
− Compatible with all makes of probes
− Saves time, infrastructure and cost
Low temperature high level disinfection for intra-cavity ultrasound probes
For
per
sona
l use
onl
y
8
Multiple factors driving adoption and “Standard of Care”
Regulatory
− Compliance to 2008 US CDC Guidelines for disinfection / sterilisation
− FDA communication – probe must be completely immersed for effective high level
disinfection
Safe & appealing workplace
− Removes workplace exposure to hazardous chemicals
Focus on reducing Hospital Acquired Infections (HAI)
− Key metric of hospital performance
− Hospitals bear the additional cost of treating patients for HAI
Compelling economics
− Increased revenue
− Improved patient throughput due to availability of probes
− Decreased costs
− OH&S and HAI savings
− Preserves life of probes
For
per
sona
l use
onl
y
9
Large and Accessible Market
USA addressable install base: ~40,000 trophon EPR
− Equivalent sized markets in both Europe and RoW
Current end sale price ~ US$10,000 per unit
− average consumables ~ $3,000pa
− additional revenue from service contracts and
accessories
− estimated user life 4 – 5 years
− line extensions and modifications in development
Main customer groups
− Sonographers (medical imaging specialists)
− Hospitals (emergency and surgical)
− Obstetricians and gynecologists
30%
36%
34%
North America Europe ROW
Distribution of ultrasound machines globally
Siemens 17%
Toshiba 14%
Hitachi, Aloka. Medison etc
24%
Philips 21%
GE Healthcare
24%
Ultrasound Manufacturer Market Share
For
per
sona
l use
onl
y
10
Established Sales and Distribution
North
America
South
America
Africa
Europe
Asia
Middle East
Australia
United
Kingdom
Central
America
Approved for sale in the US and most other
major western markets
Approved in Major Western Markets Multiple Channels to Market
Exclusive North American distribution with GE
Healthcare
− ~30% ultrasound share in North America
Toshiba signed (April 2013) as non-exclusive
distribution partner in UK
Multiple distributors: Europe, Australia, Asia
and New Zealand
Recent investment in direct sales and
distribution sales support in North America
and Europe to further accelerate market
penetration
Japan
Key to global distribution
GE Healthcare – exclusive distributor
GE Healthcare – non exclusive distributor
Toshiba
Other distributors
For
per
sona
l use
onl
y
11
Attractive Revenue Model
Trophon
Accessories Consumables
Service &
maintenance
contracts
35% 5% 45% 15%
Multiple revenue streams: Up-front sales plus consumables, accessories and
service contracts
Each unit sale results in robust annuity type revenue streams moving forward
Figures refer to % of revenue For
per
sona
l use
onl
y
Revenue $A'000 Year 1 Year 2 Year 3 Year 4 Total
Trophon 10.0 10.0
Consumables
Sonex 3.0 3.0 3.0 3.0 11.9
Chemical Indicator 0.3 0.3 0.3 0.3 1.4
3.3 3.3 3.3 3.3 13.3
Accessories
Cart (or Wall Mount) 1.4 1.4
Printer 0.8 0.8
Software 0.7 0.7
2.8 2.8
Service - 1.4 1.4 1.4 4.1
Total Annual Revenue Potential 16.1 4.7 4.7 4.7 30.1
Average GM% 77% 87% 87% 87% 81%
12
trophon® EPR Lifecycle Revenue Example F
or p
erso
nal u
se o
nly
13
Adoption in Key Markets
Australia and New Zealand
Established strong market penetration in own domestic market
Good take up from major medical imaging providers such as I-Med
Europe and Asia
European adoption previously hampered by disparate distribution arrangements
Targeting a more focused approach into select European and Asian markets
North America
GE launched trophon®
EPR in July 2011
Approximately A$10m revenue in North America in 1st year launch (FY12)
Many leading sites have already adopted
For
per
sona
l use
onl
y
14
North American Sales Leading the Way
North America
83%
ANZ 13%
Rest of the world 3%
Revenue by Market North American IB Growth Trajectory
Installed base
1st US shipment
GE Incentive Scheme updated
Dedicated BD Manager and US sales consultant hired
trophon® EPR entered Canadian Market
Q4 FY11 Q1 FY12 Q2 FY12 Q3 FY12 Q4 FY12 Q1 FY13 Q2 FY13 Q3 FY13
Expanded US sales team
GE contract signed
For
per
sona
l use
onl
y
15
Several Major Sites Already on Board
Institution Units Location
SCRIPPS CLINIC (multiple sites) 21 California, CA
BRIGHAM AND WOMAN’s 21 Boston, MA
MASSACHUSETTS GENERAL 26 Boston, MA
JOHNS HOPKINS 20 Baltimore, MD
BETH ISRAEL DEACONESS MEDICAL CENTER INC 38 Boston, MA
WALTER REED NATIONAL MILITARY MEDICAL CENTER 8 Bethesda, MD
MONTEFIORE MEDICAL CENTER - EINSTEIN DIVISION 23 Bronx, NY
KAPIOLANI MEDICAL CENTER FOR WOMEN & CHILDREN 11 Honolulu, HI
ALBERT EINSTEIN MEDICAL CENTER 6 Philadelphia, PA
MOUNT SINAI HOSPITAL 8 New York, NY
CALGARY RADIOLOGY 52 Calgary, Canada For
per
sona
l use
onl
y
Strong Customer Satisfaction to Date
16
Successful “Try it and Buy it Program”
− 80+ sites trialled
− An average of 2.5 units sold per unit trialled
What the market is saying about trophon:
EFFICIENT: Independent cost / benefit analysis concludes trophon® EPR is
more efficient and easy to use – saves 7.5 hours per week
SAFE: “Trophon® EPR has answered our OH&S concerns – our staff are no
longer exposed to hazardous fumes (Sydney IVF)
EFFECTIVE: “It’s a whole new feeling of clean” (South Georgia Medical
Centre, US)
For
per
sona
l use
onl
y
17
Platform for Future Growth Utilising our strong IP position to develop extended applications for our
disinfection technology
− R&D team of 8 people
− FY13 A$2m-A$3m budget on new product development
− ENT market and TEE (Trans oesophageal Echocardiography) probes
− Investigation of expanded application for NanoNebulant
Leverage our early success in local or North American markets to establish
trophon in other major regions
Europe
− Combination of improved distribution and direct sales capability
− UK and France immediate focus
− Toshiba appointed (April 2013) as non-exclusive distributor in the U.K
Asia
− Build on HK Hospital Authority Approval
− Preparing for Singapore launch
For
per
sona
l use
onl
y
18
FY13 Priorities / Upcoming milestones
Leverage investment in sales resources by NAN, GE and Toshiba to accelerate
growth in key markets of North America and Europe
Maximise penetration in home market – Australia and New Zealand
Build on early momentum in Hong Kong; launch in Singapore
Actively pursue Key Opinion Leader engagement and capitalise on regulatory
opportunities in Europe
Obtain additional regulatory approvals, in particular in Asia
Identify new product opportunities
For
per
sona
l use
onl
y
APPENDICES
For
per
sona
l use
onl
y
20
Capital Structure and Register
As of March 31, 2013 (all figures in AUD)
Shares on issue ~261.6 million shares
Market capitalisation ~$120 million
Cash balance $24.9 million
Average daily trading volume (12 months) 0.188 million shares
Institutions 31%
Corporate 4%
Private Investors &
Others 37%
Founders and Related
Parties 28%
Share register breakdown Substantial shareholders %
Mr Bernard Stang 10.97%
Mr Maurie Stang 10.87%
Alan Gray Australia Pty Ltd 10.46%
Mr Steve Kritzler 7.52%
Kinetic Investment Partners Limited 7.26%
Fisher Funds Management Limited 6.65% For
per
sona
l use
onl
y
Recent Financial Performance
21
A$’000s 2010 2011 2012
Operating Revenue 763 2,247 12,301
% Change y-o-y 147% 194% 447%
Cost of Sales (284) (981) (4799)
Gross Profit 479 1,266 7,502
Over Income - Government Grants 161 – 150
Operating Expenses (8,827) (13,229) (12,634)
% Change y-o-y -11% 50% -4%
EBITDA (8,187) (11,963) (4,982)
% Change y-o-y -14% 46% -58%
D&A (771) (1,010) (914)
EBIT (8,958) (12,973) (5,896)
% Change y-o-y -10% 45% -55%
Interest Income 785 1,052 586
PBT (8,173) (11,921) (5,310)
Net Income Tax Benefit – 707 631
NPAT (8,173) (11,214) (4,679)
% Change y-o-y -7% 37% -58%
Cash and Cash Equivalents 21,144 12,356 29,310
% Change y-o-y 52% -42% 137%
For
per
sona
l use
onl
y
22
Company History – Major Events
2001: Founded to develop
or commercialise nano-
nebulant technology for
low temperature
disinfections
Apr 2008: Trophon
CE mark certification
May 2007: Listed
on ASX
Feb 2009: Trophon TGA
approval certification
Mar 2009: First
Trophon sales to
Australian market
Feb 2011: Trophon
FDA approved
May 2011: Exclusive
North American
distribution with GE
Jul 2011: North
American launch
Dec 2011: Expanded
manufacturing capacity
50% to 6000 units / year
Jun 2012: GE A$7.5m
convertible note
investment
Jun 2012: A$10m+
North American revenue
in 1st year of launch
2001 2009 2012 2011
For
per
sona
l use
onl
y
Executive Team
23
Ron Weinberger
CEO and Executive Director
Joined the company in August 2004 and was appointed Managing Director and CEO in December 2011
Co-inventor of several key Nanosonics’ inventions which underpin the company’s technology platform
Has a PhD in medical research and over two decades experience in biotechnology
McGregor Grant
CFO and Company Secretary
Joined Nanosonics in April 2011
15 years’ experience in senior roles in medical device and healthcare industries in Australia and the US
Previously worked for Coopers & Lybrand in Australia and Europe
Michael Potas
Head of RD&D
Joined Nanosonics in August 2006
More than 16 years’ experience in the development and commercialisation of new products and technologies
Instrumental in the research, design & development of the Trophon®
EPR
Gerard Putt
Head of Manufacturing
Joined Nanosonics full time in April 2011 after 18 months on the Nanosonics advisory board
Over 12 years’ experience in the Medical Device industry as a leader of development, engineering and
production teams at ResMed
Vincent Wang
Head of Global Services
Over 11 years’ experience in in global medical device markets
Previously worked for Sonova Hearing Healthcare Group and as Regional Technical Service and Repair
Manager for Cochlear
Ronald J Bacskai
President & CEO,
Nanosonics Inc
Joined Nanosonics in 2010 and is responsible for supporting Nanosonics’ operations in the United States
Extensive experience in marketing & sales and technology commercialisation in a number of different
industries
Jianhe Chen
Quality Assurance Manager
9 years’ experience in quality assurance and regulatory affairs in globalised medical device companies
Specialises in establishing, developing and maintaining the quality management systems for medical device
manufacturers
Has held senior leadership roles in various international medical device companies in the past 11 years
Ruth Cremin
Regulatory Affairs Manager
Joined Nanosonics in June 2011 and has extensive regulatory affairs experience
Previously Senior Regulatory Affairs Specialist at Cochlear for the Asia Pacific Region, and also regulatory
and quality roles at Pfizer and Bio-Medical Research
For
per
sona
l use
onl
y
Board of Directors
24
Maurie Stang
Non-Executive Chairman
Appointed Non-Executive Chairman March 2007, Director since 2000
Entrepreneur with over 20 years of experience in building and managing companies in the healthcare and
biotechnology sector
Currently Non-Executive Chairman of Aeris Environmental Ltd. Owns 28.7M shares (10.9%) of Nanasonics
Ron Weinberger
CEO and Managing
Director
Joined the company in August 2004 and was appointed Managing Director and CEO in December 2011
Co-inventor of several key Nanosonics’ inventions which underpin the company’s technology platform
Has a PhD in medical research and over two decades experience in biotechnology
Richard England
Non-Executive Director
Chartered Accountant with over 30 years experience in accounting and financial services
Previously was Chairman of Gropep, and Director of ITL Ltd
Outside of the life sciences, Mr England has previously been Chairman of Ruralco Holdings and Chairman of
Chandler Macleod
David Fisher
Non-Executive Director
Over 25 years' experience in the biotechnology and healthcare industry in Australia and overseas
Founding partner of Brandon Capital Partners, a leading venture capital firm which specialises in
investments in the Life Sciences sector
Previously CEO of Peptech, which was acquired by US-based Cephalon, and Pharmacia, which is now part
of Pfizer
Michael Kavanagh
Non-Executive Director
Over 20 years’ experience in healthcare marketing
Currently Senior Vice President of Global Marketing for Cochlear which he has held for more than 9 years
Currently has no other directorship For
per
sona
l use
onl
y
Related Documents
